Learn How to Connect People
An essential element in getting people to refer business to you is to refer business to other people. To do that you have to get to know the people on your contact list. You have to know what their expertise is and what their weakness is. You have to know what their problems are and how they can help others solve their problems. Once you start accumulating this information you will be able to start connecting people. As you start referring business to your contacts you will be amazed at how fast they will start referring business to you.
You goal is always to help others.
Of course your goal is to make money in your business or profession. But the way to get there with the least expense, the most effectiveness, and the least stress is to approach each contact that you meet with the attitude that you are gong to help them. Forget about you and your sale for a minute. Go see somebody with the idea that you want to help them grow their business. Spend all your time asking them questions about their business and personal life. Take some part of that information and try to go help your new friend. Because the conversation was about them they will be in love with you. Because you are trying to help them they will try to help you. Because you did help them they will help you. The coolest part is you never have to bring up your product and service. They will. They will want to know how to help you since you just tried to help them. It is so much more fun and rewarding.
Know how to help everyone in your web.
On first page of this section, Meet New People and Dig Deep, we talked about getting to know your contacts at a deeper level. The purpose of digging deep with your contacts is so that you will know how to help them solve problems and so that you will know how to refer business to them.
Brainstorming
Occasionally you will encounter a person that is stuck in their business. A great way to help a person like this is to organize a brainstorming session. It can be as simple as inviting several people to lunch that you feel might give your friend some insight into how they could get un-stuck. You can get referral credits here in several ways. The person you are trying to help will be impressed that you are willing to go out of your way to gather some of your friends to help. The people you ask to help will feel good about your level of confidence in them. Most people love to share their expertise and experience with others. Any you never know what business opportunities might result from your brainstorming session.
The Referral List
An important part of connecting people is your referral this. This is a list of businesses or professionals that you have done business with in the past that you can refer with confidence. This is a list that you will refer to as you go about helping people. It should also be posted on your web site. Being on this list requires a quid pro quo. You want to put people on your referral list that will put you on their list.
How to Connect People
There are three ways to connect people to each other.
- Give out a phone number.
- Make an introductory call.
- Set up a meeting and make a personal introduction.
The method you choose will depend on the importance of the situation. If the connection is likely to result in a deal worth a lot of month you will want to take the time to set up a personal introduction. More mundane matters like a referral of a plumber or electrician can be handle by giving out the service providers name and number. An introductory call might be appropriate for helping someone get a job.